--Storytelling- joe sugarman

--Guilt
--Compelling
--The first sentence, then the second sentence—doesn’t have to sell them, just get them to
keep reading
Bring up the objection before they do – trust comes when you resolve the objections
--people like to belong to a group – certificate
--greed—make the price appear so low they can’t resist taking advantage
--Give an extended trial period
--don’t give them too many choices—make it easy—present more artists, less pieces
--More—get more after the original sale
--watch for those who get involved, or make them get involved/owners
--get them to harmonize –to start saying yes
--credibility
--people just have an innate desire to collect stuff
--Exclusivity—they are the only ones that can get it// or not everyone present can get it
--vary the length of copy sentences
--have the client stretch to reach their own conclusion
--pattern presentation off other similar ones
--become an expert on my product—know the nature and uniqueness of the product
--know your prospects—what do they want
--Give proof of value
--Make your company familiar
--be specific so it is more believable—89.98 is better than 90
--express things emotionally